Event Auctions Don’t Leave Money on the Table               AHP Canada Regional Conference                             Fai...
   Fun   Profitable   Enhances an existing event   Great for in-kind donors   Engaging   Entertaining   Value added...
   Language   Pricing   Bargains   Overpay   Bidding twice   Selling twice   Philanthropic competition   Auctions ...
   Who’s been to a live auction?   Whose Foundation hosts live auctions?   What do you remember most?   Benefit (Chari...
   Silent Auction    ◦ Types of items      Smaller items and experiences      Known retail value items      Gift certi...
Bid Sheet
   Remember traffic flow   Place for clipboard   Items out of the box   People on hand to answer questions   Match th...
Silent Auction display
   Finding items   Packaging items   Displaying items   Reserve and minimum bids   Consignment itemsSilent Auctions
   When to have a live auction   What items to put in the live auction   Avoiding the bargain hunter mind-set    ◦ $50 ...
   Wants to sell items for as much as    possible   Wants to keep things lively and moving    quickly   Wants to sell s...
   Happy Audience   Big Money   Fun, excitement, energy   No buyer’s remorse   Happy donors   Fun, engaging eventThe...
   Spotlight   Corded mike   Stage   Quiet bids   Other activities   Bidder cards/paddles    ◦ Sponsorship opportuni...
   Experienced with fundraising auctions   Able to be understood by an untrained ear   Entertaining   Knows when to pu...
   Commission   Buyers’ premium   Flat fee   Reception/meal/mingle   #Fail – right product/right people   Listen to ...
   Italian auction - Ming VaseThe guy you don’t want!
 Review your events to see where an  auction component can be added Find a good auctioneer who understands  charity even...
R. Scott Fortnum, MA, ACFRE     416-804-4661scott@fortnumgroup.com       @sfortnum
Event Auctions
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Event Auctions

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A presentation about Fundraising Auctions presented to the Association for Healthcare Philanthropy Regional Conference held in Calgary AB in May 2012.

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Event Auctions

  1. 1. Event Auctions Don’t Leave Money on the Table AHP Canada Regional Conference Fairmont Calgary May 1, 2012 1:45 – 3:00 R. Scott Fortnum, MA, ACFRE Chief Development Officer Saint Elizabeth Foundation
  2. 2.  Fun Profitable Enhances an existing event Great for in-kind donors Engaging Entertaining Value added for the organization and the guestWhy an auction?
  3. 3.  Language Pricing Bargains Overpay Bidding twice Selling twice Philanthropic competition Auctions can rationalize expendituresUnique attributes of an auction
  4. 4.  Who’s been to a live auction? Whose Foundation hosts live auctions? What do you remember most? Benefit (Charity) auctions vs. others Cattle Call Auto auction Amish auctioneerAuctions
  5. 5.  Silent Auction ◦ Types of items  Smaller items and experiences  Known retail value items  Gift certificates ◦ Tips  Pull sheets at random  Indicate increments  Full item descriptionSilent Auction
  6. 6. Bid Sheet
  7. 7.  Remember traffic flow Place for clipboard Items out of the box People on hand to answer questions Match the display to the eventSilent Auction Display
  8. 8. Silent Auction display
  9. 9.  Finding items Packaging items Displaying items Reserve and minimum bids Consignment itemsSilent Auctions
  10. 10.  When to have a live auction What items to put in the live auction Avoiding the bargain hunter mind-set ◦ $50 ◦ Raise the Paddle Spotters (Ring-men) ◦ Auto Auction Ring Man Product Display ◦ Image projection ◦ Playboy Art ◦ Game Tickets ◦ Drive in ◦ Walk and show/feel Ethical considerations Buyer paymentLive auction
  11. 11.  Wants to sell items for as much as possible Wants to keep things lively and moving quickly Wants to sell saleable items with broad appeal Wants items that generate excitement The auctioneer can control the flow and manage the crowdThe auctioneer’s perspective
  12. 12.  Happy Audience Big Money Fun, excitement, energy No buyer’s remorse Happy donors Fun, engaging eventThe Foundation’s perspective
  13. 13.  Spotlight Corded mike Stage Quiet bids Other activities Bidder cards/paddles ◦ Sponsorship opportunity Uninspiring/ inappropriate items Poor quality items Late in the eveningThe Auctioneer’s chant rant
  14. 14.  Experienced with fundraising auctions Able to be understood by an untrained ear Entertaining Knows when to push and when not to Knows how to pace Will raise more money for your eventWhy use a professional charityauctioneer?
  15. 15.  Commission Buyers’ premium Flat fee Reception/meal/mingle #Fail – right product/right people Listen to the chant Think about the fit for your organization & the eventWorking with the auctioneer
  16. 16.  Italian auction - Ming VaseThe guy you don’t want!
  17. 17.  Review your events to see where an auction component can be added Find a good auctioneer who understands charity events Use the auctioneer as part of your fundraising team Raise more money and have more funSummary
  18. 18. R. Scott Fortnum, MA, ACFRE 416-804-4661scott@fortnumgroup.com @sfortnum

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